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The market for professional services is becoming increasingly competitive, with some firms and individuals becoming very effective at winning new work, leaving others lagging way behind. Given the choice between spending time on client work and business development work, we all tend to choose that which we feel to be easier, more attractive and more aligned with our image of ourselves. We stay within our comfort zones, we focus on client work, and we only resort to business development work when we have to, which can also lead to 'feast or famine' syndrome. The programme will help participants: Understand the professional business development approach and the style that is appropriate for their business and their clients Follow a process to guide their conversations and business development meetings Prepare thoroughly for a business development meeting/contact with a client to ensure they use their time efficiently and maximise results Create a great first impression and professional opening to a conversation Ask open questions and listen effectively in order to spot opportunities, understand needs and progress the opportunity Identify and understand buying and decision-making processes and criteria Skilfully and confidently handle questions and objections Sell the benefits of their services and approach over those of their competitors Progress the sale by agreeing next steps and gaining commitment appropriately 1 Introduction Aims and objectives of the programme Personal introductions and objectives Workshop overview 2 An introduction to business development and selling for professionals What is selling? Who are you selling to? The buying experience What clients want The four-step business development process The business development cycle and pipeline management Upselling and cross-selling as well as winning new clients 3 Networking and generating leads What is networking? Networking objectives It's not what you know but who you know Asking for referrals and introductions Making appointments from networking activity 4 Opening the sales relationship/sales meeting What potential customers are thinking Judging first impressions Creating positive first impressions Building rapport and creating interest and impact Earning the right 5 Core communication skills for professional selling Overcoming barriers to listening The art of listening Questioning refresher Types of questions Questioning funnel 6 Understanding and identifying needs and opportunities Identifying the questions to ask to identify needs and opportunities Questions to move us through the buying and selling process Understanding their buying processes Asking questions that position you as a 'trusted adviser' The questions that give you a competitive advantage Knowing when you have asked enough questions 7 Introducing solutions Tailoring your 'pitch' to the client Speaking the client's language Using features and benefits Applying the benefit cycle 8 Handling objections and concerns Identifying the typical objections and concerns Understanding why clients raise objections and concerns Following a structure for handling objections Handling the price objection 9 Gaining commitment Knowing when to close The art of checking Recognising buying signals Small c and big C 10 Putting it all together Personal learning summary and action plans
In this new series we will be exploring the culture of personal brands and how creators position themselves.
Unlock Your Creative Potential with Script Writing Mastery! Are you ready to bring your stories to life? Dive into the captivating world of script writing and unleash your imagination with our comprehensive Script Writing course. ð¬ï¸ Why Choose Script Writing? Script writing is the backbone of every compelling movie, TV show, play, and even video game narrative. It's the art of crafting dialogue, characters, and plotlines that captivate audiences and leave a lasting impression. Whether you're an aspiring screenwriter, playwright, content creator, or simply someone who loves storytelling, mastering the art of script writing opens doors to endless opportunities in the entertainment industry and beyond. Benefits of Taking Our Script Writing Course: Learn From Industry Experts: Our course is designed and taught by seasoned professionals with years of experience in the film, television, and theater industries. 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A: Yes, our Script Writing course is available to students worldwide. As long as you have internet access, you can enroll and participate in the course from anywhere in the world. Enroll Today and Start Your Script Writing Journey! Don't let your stories remain untold. Join our Script Writing course today and embark on a transformative journey that will empower you to bring your creative vision to life. Whether you dream of writing the next blockbuster film or crafting intimate stories for the stage, our course provides the tools, guidance, and inspiration you need to succeed. Enroll now and unlock your full potential as a script writer! ðð¥ Course Curriculum Module 1_ Introduction to Script Writing Introduction to Script Writing 00:00 Module 2_ Character Development Character Development 00:00 Module 3_ Plot and Structure Plot and Structure 00:00 Module 4_ Dialogue Writing Dialogue Writing 00:00 Module 5_ Scene Writing Scene Writing 00:00 Module 6_ Formatting and Standard Script Writing Formatting and Standard Script Writing 00:00 Module 7_ Genre Writing Genre Writing 00:00 Module 8_ Pitching and Networking Pitching and Networking 00:00 Module 9_ Rewriting and Revising Rewriting and Revising 00:00 Module 10_ Script Analysis and Evaluation Script Analysis and Evaluation 00:00
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Embrace the journey with the Conflict Management bundle package. Certificates Certificate Of Completion Digital certificate - Included Certificate Of Completion Hard copy certificate - Included You will get a complimentary Hard Copy Certificate.
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